Rainmaking and Lead Generation

Why do some individuals seem to always win the business? Why is your competitor continuing to grow when your business is declining? Are they better than you? What have they learned that you have not? These are great questions and I believe the answer has a lot to do with Rainmaking and Lead Generation. I believe anyone can become good at sales and rainmaking if they learn to use their
individual strengths and they learn some key skills. Obviously, if you have woo or relator as a talent, winning people over will become more natural. Also, if you have the strength of achiever or competition, you will naturally be wired to win. The key is learning which talents you possess and playing to these strengths. Another key is learning how to shape your message or storytelling. This is not about deceiving or tricking someone into buying your service or product. It is about making an emotional impact. As information becomes more freely and instantly available, facts become less valuable. Instead, the context in which these facts are placed and the delivery of the facts with emotional impact become the critical element. Think about a great speaker you have heard. What made them special? Was it the litany of facts they shared? Probably not. It most likely had to do with their ability to put you on the edge of your seat with a great story. Or they made you laugh or cry with endless stories. I believe a good sales person does the same thing. Whether this is with written communication, during a presentation, or sitting across the table. This emotional impact is critical to succeeding. In order to make this impact you need to connect with your audience. You need to spell out the benefit of the benefit. Meaning, you need to connect to their emotional level of why buying from you is going to impact them. Remember, people do not buy quarter-inch drill bits. They buy quarter-inch holes so they can hang their children’s pictures. This is accomplished by getting them to: 1. Pay attention – share with them the unexpected. 2. Understand and remember – share something concrete in terms of human actions. 3. Agree/Believe – share something credible. 4. Care – share something emotional so they empathize or identify with you. 5. Be able to act on it – sharing stories helps people to respond more quickly and effectively.
Contact me and I will send you my Daily Rainmaking and Lead Generation Tips.